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October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Selling Leadership
Judy Bicking
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
PROPRIETARY AND CONFIDENTIAL PAGE 2Slide 2
P2P & O2C Process Consultant & Certification Author/Instructor
a 27-year veteran of Johnson & Johnson , Global AP/P2P Director of Financial Business Services
Owner of Nautical Retail Store
Chair for SKD’s Financial Committee
Judy Bicking
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Learning Objectives
- How to change the perception and value of accounts payable
- Developing a powerful Mission and Vision with focus on the bottom-line
- Move from defensive to a strategic offense:
- Getting approval for: automation, raises and recognition, education, reports
- Valued and trusted ‘leader’ of people…. not paper
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
How did you acquire your leadership skills?
- Professional Training
- Effect of previous bosses [good & bad]
- Day by Day, Situation by Situation
- Still developing
Goes well: Gives credit to staff Takes creditGoes wrong: Owns it. Blames others
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Perception
• What is the perception of your AP group?
• How were these perceptions developed?• Ask for copies of invoices• Late invoices? High processing costs?• What’s so hard about paying an invoice?
• What do you think is the AP Mission?
• What does your staff think is their job?
• Do you have ‘control’ over the process?…….. Or does the process have control over ‘you’ [AP}
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
First: Start with the staff !
I’m ‘just” the
VMF….
- I’m JUST !
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
First: Start with the staff !
I’m ‘just” theInvoice processor
- I’m JUST
How do you and your staff see your value?
“I’m JUST the…….”
Change their perception: Reveal their true value tothe entire Organization!
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Where to begin:Five Characteristics of a Best-in-Class AP Team
- They have Mission, Vision, Goals- Business Plan
Value: - Financial Statements- Bottom-line savings
- Ownership- TAKE Ownership
- Structure [Workflow]- P2P …….. T2R
- Invested in:- Education- Technology, environment
Do you OWN your work?No?..............TAKE CONTROL.
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Change starts with you!
What’s the perception of your actions?
• Do you over-ride policy?
• Do you trust in their skills, decisions?
• Can you let them make mistakes?
• Do you answer their questions?
• Can you “let go”? <Trust> but <validate>
• Do you sort / give priority to “oldest” invoices?
- FIFO
• Do you report only “good” metrics {Paid-on-Time}
- Don’t stack the deck
Stacking the Deck
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Listening can only make you smarter ! Policy & Procedures: Own the Process
Coffee with Judy• Listen to staff
- Without distractions (phone away)
- Without comment
- No complaints about staff/leader[Process not People}
• Then: check P&P’s vs execution - Clear/precise/repeatable/IC’s?
• Use Metrics to GUIDE YOU, - NOT the noise
• ABC: Activity Based Cost – ACH vs Wire
• Invite yourself to meetings
• Are you HEARD at your mgmt. meetings?
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
PROPRIETARY AND CONFIDENTIAL PAGE 11Slide 11
I hope the next slideyou’ll want to capture
on your phone.
I hope the next slideyou’ll want to capture
on your phone.
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
What if this were your New Mission?Not paying invoices… but
To build a cohesive relationship with procurement and suppliers to develop a compliant purchasing
strategy for goods and services to meet the needs of the organization while making a positive impact to
the bottom-line while protecting the cash, supporting the cash management strategy and
timely, accurate data to the financial statements in a paperless environment.
Written by: Judy Bicking
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
P&P’s are Reactive rather than Strategic
AP on Defense: reacting to:
• Rush checks
• Late payments
• Unhappy customers
• Maverick invoices
Strategic Offense:
• Pay on Pcard or ACH or it’s NOT rush!
• FIFO and Invoice MUST come to AP
• Resolve vs solve. AR calls… SOLVE: send a copy… RESOVLE: where was invoice sent, PO#?
• Commodity by Commodity• PO….. Pcard• NonPO with Preferred Suppliers
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
CFO said “If I train them, they’ll leave!*!
• Don’t answer their questions, but ask questions: - Make them learn- Ask for a Plan B
• Upgrade their skills: Education / Certification- IT Tech’s assigned to AP
• Break silo’s and bring in those who touch the process & Clarify/redesign
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
CFO said “If I train them, they’ll leave!*!
• Don’t answer their questions, but ask questions: - Make them learn- Ask for a Plan B
• Upgrade their skills: Education / Certification- IT Tech’s assigned to AP
• Break silo’s and bring in those who touch the process & Clarify/redesign
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Now sell Leadership
• What are your CFO’s goals?• Don’t know• To make a profit?• Have dollars for research?• Develop new products?• Be compliant?• Accurate compliant Financial Statements• All the above?
PWC: study lists the top 4 priorities for CFOs of mid-market and large org’s in 2019, 2020 and 2021 as1) Performance Management2) Growth Strategy3) Organization & Human Capital4) Risk Management
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
How to sell Leadership
• Become a Strategic Partner: Tie P2P goals to support CFO’s goals:• Develop a Business Plan based on Mission & Vision• Change/Add/Delete policy to achieve plan• Metrics to achieve Business Plan• Request a meeting: Gain their support:
• Never over-ride policy• Introduce & Support at Kick-off meetings
• Gain a budget to achieve:• Bottom-line savings • Accurate, timely, compliant Financial Statements
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Where are you on this mode?
October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ
Q&A
orIOFM BoothJudy Bicking
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